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Americans are some of my favourite people. They're direct, creative, and most importantly, they believe they can always cut a deal (even when they can't - most Americans reading this…

You know what sucks?!? Conceding. But you know what sucks even more than conceding? Conceding more than you have to or should. It may surprise you to find out that…

'Take it or leave it' is rough when you hear it. Really rough. And when you use it, sometimes you can pull it off and sometimes you can't. Obviously if…

ABC - Always Be Closing. It's been the sales war cry and tagline for sales for generations. Sales people always quote a movie like Glengarry Glen Ross and beat their…

Having spent a career in negotiation, managing conflict has become part of my life. I've been on the receiving end of screaming, swearing, and threats of physical violence. Conflict is…

If I could count the amount of times that I've dealt with someone that has gotten caught signing something that they didn't agree to/didn't understand, well....I'd have a big number…

Columbo (with his shabby raincoat, his cigar, and his generally 'lost' demeanor) was a hero of mine growing up (him and Angela Lansbury in Murder She Wrote). He seemed to…

Good negotiation and good public speaking are very similar in a lot of ways. And it's probably easiest to describe dramatic pause by relating it to good public speaking. Ever…

We see the good guy/bad guy routine on T.V. all the time. It's always some detective drama or movie where the two cops come in and run the routine and…

I was going to write a post about all the different types of negotiations that you can have in the workplace and make a very 'listy' type post, but then…